Remote
SaaS
arbeitnow
About this role
About usDistribusion is the world’s leading ground transportation marketplace and gives travelers seamless access to ground transportation online, from search to ticket purchase.
We have built a cutting-edge B2B technology platform that connects bus, rail, and ferry operators in 70+ countries with the biggest online retailers, including Google Maps and Booking.com.We are shaping the future of travel and building the largest global network of transport providers and retailers.
We are one of the fastest-growing startups in travel, backed by leading venture capital investors including TQ Ventures, Lightrock, Creandum, and Northzone, and are headquartered in Berlin, Germany.
Following our recent $80m Series C funding, we are ready to push beyond.The OpportunityWe are looking for an entrepreneurial Business Development Manager, focus on Market Expansion, build and scale Distribusion’s airport transfer operator network across Europe.This is a high-ownership role for someone who wants to building a business within a company.
Working within Distribusion’s broader airport commercial strategy, you will own a clearly defined sub-segment end to end - from identifying attractive markets and securing operator partnerships to launching them and delivering measurable commercial growth.You will have the opportunity to build the approach from scratch, deliver highly visible results and take on broader responsibility as the segment scales.
What you will doTranslate the broader airport strategy into a prioritised expansion plan, based on market potential, coverage gaps and clear business casesBuild a repeatable market-entry playbook, incorporating market feedback and lessons from executionOriginate, negotiate and close partnerships with airport transfer operators, supported by compelling and tailored commercial propositionsBuild senior relationships with operators, airports, airport authorities and relevant local partners to unlock market access and growthCoordinate internal teams throu
Selling Motion
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Sales Rep
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you coach underperforming reps?
Template questionDescribe your forecasting methodology.
Template questionHow do you structure onboarding for new hires?
Template questionSales leadership roles require balancing individual contributor revenue with team performance management.
SaaS sales roles typically involve consultative selling with longer deal cycles.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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